Episode 882 - This video appears as PROOF! You already have $1,000,000
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I titled today's conversation Mind Map, An Exploratory Conversational Approach to $1 Million. An Exploratory Conversational Approach to $1 Million. I'm not sure if you got a copy of my recent book, The Direct Path to $1 Million, Turn What You Already Have into a Fortune. I recommend doing so. I'll link in the description to the book on Amazon.

In here, I discuss in a very cohesive step-by-step way exactly what I did to build three successful businesses. I've been an entrepreneur full-time since 2009, and this book was built on the foundation of what I did and also what

as a result of being a consultant. I had an IT business from 2009 to 2013. When I started my other YouTube channel, I also got into business consulting. And over the years, since 2013, I've consulted with thousands of businesses.

And so captured in here is the essence of not only what I found that was effective for building my three businesses to success, as well as the essence, the core principles, which is really derived from a sure foundational principle that your way is the best way. And I infused in this book here.

the experiences and also what we did when we consulted in those businesses. So this book right here is not only the direct path to $1 million, but it's also the direct path to $2 million, $3 million, etc. Now, one of the things that I talk about in this book is what I call exploratory conversations.

Now, this discussion here was also inspired by a comment that I saw recently, which I would like to explore with you. And I'm actually going to bring up three comments here. Now, if you're interested in leaving a question in the comment section and would like me to explore in an upcoming video, I'd be happy to do so.

So the question was, I'm wondering what you might suggest if strong resistance comes up around business terminology such as prospecting, leads, acquisition, etc. I very much enjoy and value the principles you share in this field. However,

I, an intuitive artist, creative type, often experience strong internal repulsion to common business terminology and methodologies which feel very mechanical, manipulative, and somewhat forceful to me. I notice others in the creative slash artist fields I work with have similar intuitions and visceral sensations in response to the ways and conversations of business.

If we're able to share some insights into this, it'd be much appreciated as clearly there is a desire for financial slash material progression in the artistic communities. However, the business mindset and terminology proves to be a real stumbling block for many.

So I relate harmoniously to this. That's why I like using the word exploratory or exploratory conversations. And although I may use business terminology like lead generation, prospecting, client acquisition, etc.,

The way I relate to business is the way that you relate to business is the way that your community relates to business is that it is a harmonious exchange of products and services for compensation. And that compensation can be money, it can be crypto, it can be barter, you name it.

Now, the sure foundation of that is, as I talk about on my other channel, love, happiness, peace, bliss, and fulfillment. So entrepreneurship is a theater, a creative expression of love, happiness, peace, bliss, fulfillment.

Now, some of these terminologies that we read in business, including the ways they could be interpreted, can come off as being forceful, manipulative, etc. But when we get to the core of what is going on, which is mutual harmonious relationships facilitated by exploratory conversations, and I dedicated a section to exploratory conversations in the book,

Then what happens is the natural result is what we can call lead generation, prospecting, client acquisition, etc. So today I would like to explore with you how I go about having exploratory conversations. So even if you choose not to use the words prospecting, lead generation, client acquisition, sales, marketing, etc.,

We can point to what is foundationally going on that captures the true essence of what is happening minus the interpretations or limited perspectives in relation to lead generation, prospecting, client acquisition, sales, etc.,

because I agree with you. It can come off as being I'm trying to get something from this other person so I'm going to say things in a particular way or do things in a particular way to trick, manipulate, force or strong arm. That is not what I teach on this channel and fundamentally why I don't teach that is because I found it to not be as effective

as having a heart-to-heart conversation with someone in a way that facilitates a harmonious relationship which the result of that is your product and or service or product or service or what it is that you're offering it may be a product or service from another provider

What facilitates the harmonious relationship is mutual harmony that happens through conversation, which includes what manifests as body language, voice tonality, what you say, etc. All those things are natural manifestations of being, which then appear to facilitate harmony.

the engagement in whatever product or service as in they buy your product or service. They take you up on your offer. And this can happen very flow-based naturally as that is in essence what is going on in the theater of entrepreneurship.

it is best to acknowledge the sure foundation of love, happiness, peace, bliss, fulfillment as reality from which what naturally springs from it is the marketing, the prospecting, the lead generation, etc. And again, you don't need to use those words. It does not come off as mechanical.

To prove the point, what I'd like to explore with you today is exploratory conversations. No pun intended. Exploratory conversations generally occur all throughout in our business interactions, be it with leads, with prospects, with clients, with our vendors, our team members, etc. Although I want to focus more on exploratory conversations that translate into business

business growth that translate into client acquisition as in you acquiring clients or we could say harmonious relationships that are naturally naturally flow based and are

an exchange. We don't say transactional because it's not just about the money exchange or the barter exchange. It's a wonderful experience that you have and the clients have as well. So in this book, I talk about how what I like to do is have exploratory conversations in prospecting, in lead generation,

on the conversations with prospective clients and leads on phone, aka the client acquisition or sales conversation. And it absolutely does not need to be mechanical, manipulative, or forceful. It can be fun, joyous, and exploratory when we acknowledge that what is actually happening is we are exploring.

So in relation to that, there's a few more questions that I want to weave into our conversation today. One was, thanks for sharing this awesome insights consistently. It's helping me build my community. Well, great to hear. Happy to hear that. Would it be ideal if you talk about community building and automation? Yes, we could infuse that in today's conversation because exploratory conversations, although in the book, I gear it more towards the client acquisition side, but

can also be where we gather insights for innovation, sales, marketing, operations, finance, leadership, and also where we come up with interesting topics to explore in our communities, where we can also facilitate wonderful relationships, experiences in our community. So I want to weave that into today's conversation. And also, I received another question that I want to weave in.

Hi Joseph, why didn't you speak on not looking outward, which was a note that I put in the previous discussion we had on this channel. If you haven't seen it, I'll link a description to it. Would have been great. Well, I did talk about it because what I was referring to is releasing the wanting, needing, waiting. The wanting, needing, waiting-based beliefs are manifestations of the individual not realizing who they are.

As you acknowledge who you are, as you know, and we were talking about this earlier, as you know that you are that love, happiness, peace, bliss, fulfillment that you may have been seeking for, what happens is you naturally don't seek outwardly. The wanting, needing, waiting stops. And then you can have flow-based exploratory conversations. So let's weave that into our conversation today as well.

So high level, when it comes to acquiring clients, I teach the following. And we get deeper into this in my entrepreneurial program. If you're interested in that, I'll link in the description to it. When we have a conversation with another person, be it in lead generation, in prospecting, etc., when you're out and about,

Generally, what the entrepreneur is looking for, and it's not necessarily just this, but generally when it comes to growing their business, is they're looking for individuals to become clients. And what I teach is to go beyond that. In other words, they might not just become a client. We can also engage in different kinds of relationships together,

which some way somehow lead to the destination of acquiring the $1 million. So referring a client, for example, let's say you meet someone while prospecting, while lead generating, while doing whatever kind of activity where you are looking to acquire some clients, online, offline, etc. It is key to acknowledge that

not only can they become a client, they can also refer a client to you. They can refer you to a large source of referrals. They can open up doors for you or they can provide optimization. So if the individual thinks very linear and says they can only do this for me, I can only do this for them,

then that is not as exploratory as acknowledging that there are infinite possibilities and not to be overwhelmed by it. What I teach entrepreneurs generally is as you are prospecting, as you are engaging in lead generation, as you're having one-on-one exploratory conversations with prospects, leads, etc.,

who may become a client, consider that rather than forcing them into a client relationship if it is not a match, then perhaps in the conversation what could naturally emerge are one of these opportunities. So as mentioned, they can become a client, they could refer someone to you, they can also refer you to large sources of referrals.

So for example, they refer you to their podcast host friend, which has a large engaged audience who then interviews you. So you end up on this podcast and then what ends up happening is more people find out who are qualified about your product and or service. And rather than forcing them to become a client, being open to this possibility, they now give you access to someone that they know

who can bring you onto their podcasts, and your business grows. Number two, these are some examples. I'm going to get into more nuanced ways in a moment. Number two, introduces you to an agency owner who begins sending you a steady stream of qualified leads. Number three, mentions you at their networking event and attendees start following you and booking calls with you.

So that is what I mean by they can refer you to a large source of referrals. When I built my IT business to success, I met an accountant that was working for a client that I was providing IT services for. Me and my contractor, we were providing IT services for them. And the accountant there asked us if we'd be interested in providing IT services for her and her office.

We went into her office. We provided the IT services. We delivered on exceptional service, as Napoleon Hill would talk about in Thinking Grow Rich, quality, quantity, and spirit of service. And later on, he called it mental attitude of service. And then what happens is she ends up referring me to a lot of businesses because accountants generally know a lot of businesses well.

that are looking for IT services or whatever kind of services. So that is what I mean by they can become a referral partner or someone that can refer you to a large source of referrals. Now, they may also open a door for you. So an example would be this. They could invite you to speak at a private retreat where your ideal clients are in attendance.

So although they might not become a client, rather than forcing them to become a client, as we have these kinds of exploratory conversations with intention, that there are infinity ways that we can do business together, have a harmonious relationship together, these kinds of ways naturally emerge. And again, this kind of stuff that we're talking about here is not theory and conjecture.

This is built on the foundation of building three successful businesses and working with thousands of businesses who have grown their businesses and myself included, who has grown their business to success by considering these things. So every conversation to me is fruitful. This conversation that we're having right now is fruitful. So with respect to what was brought up earlier, the question about community building,

If we see our members of our communities as not just people that we teach, but potential business partners, potential vendors,

potential people that we can open up doors for they can open up doors for we can refer a large source of referrals to they can refer a large source of referrals to us they can become a client for another service we can become their client we can refer a client to them they can refer a client to us

What happens is through the combinations and permutations a lot deeper than just trying to get them to become a client. The surface level is just the surface level. In the depths, there are infinite possibilities, infinite permutations and combinations of how mutual harmony can emerge on the path to actualizing $1 million.

Now, as mentioned, they can also provide optimization. As you're having a conversation with another human being, they're sharing with you a lot of things. They're sharing perhaps their pains, their needs, their desires, their frustrations, their all opportunities.

They're also, if it's B2B, sharing some of the things that they do that are helpful as you share what you do that is helpful. They may talk about other businesses that they're involved with or that they work with or their mastermind partners, etc. And they may share with you in the conversations valuable things that you can put into your business to optimize the innovation, the sales, the marketing, the operations, the finance, the leadership.

They can also provide you, and I got a whole section in the book dedicated to this, OADE, provide insights to optimize, automate, delegate, and eliminate. As you know, my rhyme, optimization, automation, delegation, or elimination in part or in whole or in combination. That's what we do to scale the business. And we can do these in the areas of innovation, sales, marketing, operations, finance, leadership.

Prior to building my IT business, I would focus on this in a large business, a Fortune 500 company. I worked 10 years in corporate IT, but I was also involved with a lot more with project management teams who were responsible for logistics, etc., and I learned a lot of things.

And so what I would find is not only did I share this in the conversations with the prospects, with the leads, which they found to be very helpful, which built our relationships. And then what happened is they brought me on as a service provider. I would also discover as they would share with me these valuable insights of how they go about doing things.

So as mentioned, in summary thus far, they can become a client. Whenever you have a conversation with a prospect or a lead, they can become a client. They can refer a client. They can refer you to a large source of referrals. They can open up doors for you. They can provide optimizations. And although one may say it's more geared towards becoming a client and perhaps than referring a client,

If we see relationships as multidimensional and there's more to it than just seeing them as a person who's going to become a client or just as a prospect to become a client, what naturally emerges is all these kinds of opportunities that were there that businesses might miss out on if they tend to get too rigid or narrow-minded. So let's explore even further.

More nuanced ways, what we have on my screen here are six different ways of categorizing some more nuanced ways that naturally emerge in conversation. So see, when we're having exploratory conversations, it's very natural, it's flow-based.

It's human relationships. It's heart to heart. And we don't need to identify to limiting interpretations, force-based, manipulative-based interpretations of words like prospecting, lead generation, client acquisition. Because we can clearly see, certainly we can see how natural and effortless and fun and flow-based this is. And this is all I did over the years.

And that is how I built three successful businesses. And that is how I've seen many entrepreneurs also build their businesses to success in a fun, joyous, effortless way, flow-based way, natural way, natural order of things, which is what I teach. So nuanced ways, direct business growth. It could lead to client conversion. So essentially they become a client through conversation. Now,

As you're having an exploratory conversation with the prospect or lead, the person may think this is the product or service that can benefit them. But by being open and listening to their pains, needs, desires, and frustrations and acknowledging them as opportunities, they might then be open to and a better match would be a higher tier offer.

So then they can end up buying a $5,000 package from you instead of a $100 or $500 or $1,000, whatever it is that you're offering, just by listening attentively

active listening and I give plenty of examples in this book and if you have been reading this book and you would like me to explore and we have been doing it we're going to continue doing expanding upon the various aspects of this book here you can leave a question and we can explore although I condensed it into a hundred or less than a hundred pages we can expand upon them

We can expand upon every single point. We can, if you would like, expand upon it so that we can further our discussions that we have here. Because you know how we like to do things. It's not this versus that. It's not black or white. The answer is it depends. And that's the fun of exploratory conversations. So do you see how business, client acquisition, entrepreneurship, you name it, is an art?

Exploratory conversations, they are an art. And if you tie this over to the spiritual truth, which I discuss more on my other channel, if you haven't seen it, I'll link a description to it. When you acknowledge that you are love, happiness, peace, bliss, fulfillment, you don't go seeking for wanting, needing, waiting for anything when it comes to exploratory conversation. And as a result of that overthinking not being there and clarity existing,

Naturally, what happens is what you say, body language, etc. And while you might find it to be helpful to learn some sales systems, some nuances, and I get into this in my entrepreneur program as I discuss in their direct response marketing, consultative selling and copywriting in a very natural flow based way without the overthinking and excessiveness. What happens is you just naturally flow in a way that is authentic to you, that is very natural and authentic.

is not interrogation-based. It is not manipulative at all. And so, as mentioned, naturally what can emerge is they may invest in the higher-tier offer. They may even, and this is where we can use some business terminology, upsell opportunity, downsell opportunity. Downsell means that they may actually, even though the intention was let's offer them this $5,000 program or $10,000 or $20,000 program,

What is actually helpful for them without trying to force them into a $10,000 just to get money out of it because we're interested in long-term relationships. That's what I teach as well. Not just lead generation, prospecting, and client acquisition, but ongoing relationships, ongoing harmonious relationships because I have found that when clients have wonderful relationships with you,

And this includes every aspect of the journey during the marketing, during the presentations, during the fulfillment. Is there more likely to come back and buy additional products and services from you? And they're more likely to refer people to you.

They're more likely to open up doors for you. They're more likely to open up and have conversations with you that result in optimization. They're more likely to refer you to large sources of referrals, which again, this path then to actualizing $1 million plus becomes more easier and effortless and flow-based. You know, this is why I have seen in my own life,

and I've seen this with the entrepreneurs as well that I've worked with. Generally, and not always the case, making the first $1 million

is harder because they're not factoring in the high leverage and seeing things from a multi-dimensional perspective and going about it in a flow-based way, doing the things that they love to do and not necessarily doing all these things here, but whatever naturally arises. But once they get dialed in, like with anything, you learn how to snowboard, you learn how to ride a bike, you play a sport,

you naturally focus on the high leverage areas. And what then happens is the second million, third million compounds, speaking about compounding, I recommend also investing for long-term wealth. If you haven't seen the video that I put out recently, which has the calculator in there to guide in that area, I'll link a description to it. And I also include a link to the calculator. And again, if you want to download a copy of this mind map, the link is in the description.

And so what ends up happening is naturally you end up on what we can call the 80-20 path, 20% high leverage initiatives and in exploratory conversations. The conversations naturally arise in high leverage areas, which we're talking about here and some of these opportunities. And these are just some ideas.

There's literally infinity ways. These are just some. If I sat down here and put all the ways that I have seen and the ways that I have done, and then from there, the various ones that have been talked about in the discussions that I've had with entrepreneurs, meetups, mastermind, this would be quite an extensive video. And you need to do all of these things. That's the beauty is that the natural effortless flow-based way

your way is the best way it naturally emerges when you acknowledge that you can have exploratory conversations and then you naturally allow these things to manifest. So in an exploratory conversation, rather than forcing them into the high tier offer, strong arming, which then results in buyer's remorse. And if they do buy it, then a person then has got to find ways so that they won't refund and all these things.

They might actually be a better fit for the lower tiered price offer because it is helpful for them and then they can credit that forward into the higher tier offer or they, through the relationship of experiencing what it's like to work with you, end up buying the high tier offer. Inevitably, I've seen that happen quite a bit actually. And also they may take up a bundled offer. This happens in exploratory conversations.

We can call that direct business growth. What can also happen is relationship expansion. They can refer you to an aligned client. They introduce you to someone ready to buy. So they might not buy off you, but they might introduce you to someone. I've seen this happen a number of times is they introduce you to someone that buys. And then what I've also seen is the person that they introduce you to that buys who has that wonderful experience with you as you fulfill on that service is

They talk about it with their friend and then they come back and buy from you. As a matter of fact, recently I had a client sign up for another round of business coaching and he referred a friend and the intention was to refer the friend and then he said in the email, you know what, I might even consider going another round with you because it was very helpful. So I ended up getting two clients signed.

in one email as a result of that, just through exploratory conversations and harmonious relationships. And he's been a client now and then he buys rounds of coaching with me. His business has grown substantially. As a matter of fact, I had a conversation with him on my YouTube channel. I'll link in the description to that conversation. And his business continues to grow. And as applicable, he brings me on for coaching and consulting.

And we've had that relationship going back to 2019. So you see a very fun, joyous flow base rather than force base.

So they can refer you to a potential referral partner. We can see this happen as I brought up an example story, a referral chain creation. They refer you to someone who becomes a referral partner, refers you to another person, becomes another referral partner, refers you to someone that opens up a door, refers you to someone that becomes a client. That client then becomes a person that is on your podcast and they share it with their list.

And now you get more exposure, et cetera. See how much fun. This is why I value and teach exploratory conversations. Now, this might be new for some individuals who may have been thinking that they need to do it in a very rigid force-based way. As mentioned, if these kinds of terms like prospecting, lead generation, client acquisition,

sound rigid, we can release those identification to the rigid thinking surrounding those terms and get into the core of what's really going on, which is harmonious relationship facilitation from the sure foundation of love, happiness, peace, bliss, fulfillment, playing out as entrepreneurship theater, which is an exchange of product or service for compensation.

in a mutually beneficial way. And not just mutually beneficial for you and the client, but everyone else that they're involved with as well. Everyone else that you are involved with as well. Everyone benefits greatly. Strategic partnerships can form. You can have a collaborative venture together.

You can joint venture and collaborate on products, services, workshops, etc. They may invite you to their workshop or run a workshop for their organization. I've seen that happen a number of times. They brought me on to do one-on-one client work with them or one-on-one coaching and consulting and then they said,

I would like you to speak in our organization at our trade or industry event, or I would like you to work with our team now. That has happened a number of times. Marketing and visibility expansion. They may share on social media their relationship with you, their experience with you. They may share your content with their audience. They may mention you in their newsletter. They may invite you as a guest over to their podcast. Speaking of the newsletter or list mention,

I remember a few times as a result of the YouTube videos that I've put out, and I've met a lot of people through my YouTube videos, my other channel. And what happened is sometimes I got mentioned on someone's podcast or on their YouTube channel, just a very slight mention. They mentioned my name, and then somebody reached out to me and said, oh, I'm

You were mentioned on this podcast or this YouTube channel, and this person lightly mentioned with you and had a wonderful thing to say about you. I would like to work with you. These are the kinds of things that happen. So generally, if they have a wonderful relationship with you, if you're the kind of individual that has exploratory conversations, what happens is these kinds of possibilities open up more so.

Think about this for a moment. If people enjoy conversations with you, if they had a memorable experience with you, if they generally felt wonderful around you, they're more likely to talk about you naturally, either as an example or mention your name or something like that. And that can be very powerful. And that can translate into a portion or even a large significant amount or more than that $1 million, just from one mention.

YouTube collaborations can happen. It can also spark content ideas.

Do you know how many content ideas I have gathered from exploratory conversations, including conversations with prospects or leads who did not become clients, which then I created videos based on inspiration from those conversations. And then those videos ended up becoming popular. I know that a percentage of people who

watch a video that ends up getting shared or ends up going viral on YouTube or something like that, even for a period of time, ends up buying my programs. So even though the prospect or lead didn't become a client, they sparked an idea. And I trust that I sparked an idea for them or maybe many ideas and they sparked many ideas for me as well at times. And that those ideas are valuable as well. And they naturally arise in exploratory conversations.

Now related to that as well is business intelligence and innovation. Pain point discovery. As I mentioned, pains, needs, desires, frustrations are actually all opportunities. If a client or prospect or lead discusses their pains, needs, desires, frustration, that's where listening comes in. I like to listen. And then what happens is they share their pains, needs, desires, frustration. They're all opportunities to create products and services. Market research. Offer idea generation.

Content topic validation. As a matter of fact, you might be thinking, oh, you know what? It might be good to talk about whatever kind of topic. Now you're having conversations with prospects, leads when you're out and about, and then you see them actually bringing up that exact topic. And then you might say, oh, you know what? This is interesting. Synchronistically, we all tend to talk about this exact topic right now. I want to share this in the video. As a matter of fact, if you watch my other videos, you may notice that I say at times,

This particular conversation is something that I'm having more often and I share it with people and then people message me and say, oh yeah, I'm having that conversation as well. Client avatar refinement, pricing clarity,

naming inspiration for products and services. That's where I got the idea for exploratory conversation. Or that's where I got my idea for as well in optimization, delegation, automation, elimination, my rhyme, optimization, automation, delegation, elimination in part or in whole or in combination. And we can even say in relation to innovation, sales, marketing, operations, finance, leadership.

That is how we grow, we scale the business. And that is in the book as well. I dedicated a section to that with examples. And if you would like to explore further, give me scenarios, feel free to leave a comment and we can explore on an upcoming video. Script refinement. If you use scripts, having exploratory conversations can provide insights to optimizing your script.

Now, energetic and reputational growth, confidence building, generally the repetition of prospecting, the repetition of lead generation, the repetition of sales conversations, which are exploratory conversations.

As mentioned, if the individual sees it as a sales conversation and thinks of it as force, stress, frustration, manipulation, that could be very exhausting. But if we see it this way, then they're actually quite fun. You see it? I have a lot of fun in, we can say, so-called sales conversations. And why I say so-called sales conversations is I'm also open that it can go in these directions here as well.

As in, they don't have to become a client. They can also become a referral partner, etc. All these kinds of things. And just going into the interactions, although the intention is to acquire clients, that naturally happens and these other opportunities naturally happen as I remain open to them. This is what I call fluidity of mind. Fluidity of mind.

This is why I teach make flow a priority or simply remain in flow or be in flow. The natural result of flow is the release of anandamide, which is a neurotransmitter that is released. Anandamide is named after the Sanskrit word ananda, which means bliss. So it's the bliss molecule.

the bliss molecule you have fun while you're experiencing the bliss molecule but one of the things that happens is it reconciles divergent thinking and convergent thinking and reconciles into what i call lateral being divergence is seeing things from many different perspectives we could say this is a more divergent conversation convergent is applying well-established solutions which also we're having here do you see it

Now, I can flow like this naturally because I stay in flow. And so in conversations with prospects, leads, clients, in a flow-based way, you don't end up becoming rigid. And generally what we see is more sales, more clients acquired, business growth without the burnout, without the stress, without the frustration. So through the repetition of going about it this way, your confidence increases, practice, the mastery happens. Each conversation builds your skill and fluency.

and fluidity of mind manifests as all these kinds of ideas here, which these are just some of them. They naturally, and not to form a bias around these, these are just some of the ways. If we go about looking at conversations as exploratory, rather than trying to convince the person, force space, manipulate, or any of that kind of stuff that was mentioned earlier, that's why I relate harmoniously to this question. Thank you very much for asking it.

if we release that kind of identification it becomes natural it is natural that is the natural way that's the way that i teach and notice how this is not based on as we talked about

seeking outwardly, you are fulfilled. If they move forward with the deal, great. If they don't move forward with the deal, great. They can become any one of these. And then just through that, not identifying, we can say, not identifying with limitation. The fruits of that are all these things added onto you. Now, back end and future growth. This also happens through exploratory conversations.

your email list may grow. They may join your newsletter. So they don't become a client right now, but they join your newsletter and stay connected with you. And then they become a client and then inevitably or refer business or any one of those opportunities mentioned earlier. And maybe they might join your lead magnet. They might opt in and get access to your lead magnet. Or this one's interesting. I've seen this.

I have seen sometimes that my offers were not a match for the prospect or lead, but rather than forcing them into an offer and strong-arming them, I realized that they may be a match for an upcoming offer. And then I create another offer or product or service, and then I remember this person. I remember we had the conversation. I knew what they were looking for at that particular point.

And I said, hey, you know what? You'd be a great match for this thing that we're doing. Would you be interested? They take me up on that offer. They can also become a beta tester to refine your offer.

So these are all possibilities, and there's so many more. These are just some nuanced possibilities that naturally arise through exploratory conversations. So generally what I teach in lead generation prospecting, client acquisition is, although it is more on the side of becoming a client and then maybe secondary to that prospecting,

or parallel to that is referring a client, they can also refer you to large sources of referrals. They can also open up doors for you. They can also provide optimization. And these are some of the ways that it can arise as well. So I trust you found this video to be helpful. If you would like a copy of this mind map, the link is in the description. Thank you very much for watching. I'll talk with you soon. Take care.